What you'll learn

  • Manage the influences that might derail you in a negotiation

  • Overcome the anxiety that you sometimes feel at the bargaining table

  • Assess how incidental anger can impact your negotiation

  • Predict how your counterpart will react to concessions during a negotiation

  • Frame a task, message, or point of view that improves your own decisions and the decisions of others

Course description

How many among of us have carefully planned for a negotiation, only to end up with a very different outcome because we got caught up in the “heat of the moment”?

In this one-day program, Harvard Business School professor Francesca Gino shares her research findings into what causes us to become sidetracked in negotiations—and provides a proven framework for effective decision-making.

In addition, you’ll examine the three sets of forces that influence decisions in ways we often fail to anticipate:

1. Forces within ourselves: These include our beliefs about our competencies and abilities; the effects of emotions on unrelated decisions; and the consequences of having an overly narrow focus when evaluating information and making decisions.

2. Forces from our relationships with others: These include our inability to put ourselves in others’ shoes; how sharing superficial features with someone (such as having the same first name) colors our viewpoint and decisions; and how we are affected by comparing ourselves to others.

3. Forces from the outside world: These include the effects of irrelevant information on our decisions; why subtle differences in the way a question is framed can lead to different solutions; and how the structure of our environment can cause us to veer off track.

Through a combination of self-assessments, case studies, mini-lectures, and quick, in-class-exercises, you’ll identify the tools and techniques for effective decision-making, and learn how to maximize your negotiation and persuasion skills to obtain your desired outcome.


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